This Week in F&I Nation - Posted Question / Topic
I asked the following question in F&I Nation
Deal is brought into your office, and you are told the customer is in a hurry. What is your next step?
When catering to our customers, it’s crucial to hear them truly. When a customer is in a hurry, that doesn’t mean we should skip steps. We must do everything in our process to stay compliant and give the customer a great experience. Our training encourages finance managers to step out, meet customers, and set accurate expectations. Focus on being transparent and outperforming the expectations you set. When you are ready, bring them into the office for a complete presentation. Remember, we owe it to our customers to ensure they understand the products we offer and the value they bring. As professionals, we control the experience. If necessary, reschedule for a better time, but transparency and communication will usually help customers appreciate the complete process.
This Weeks Market Visits
We’ve got an exciting week ahead as our team heads out to connect with dealers across the country. We’re thrilled to continue expanding the reach of Elite FI Partners, bringing our expertise and innovative programs to new markets. Here’s where we’ll be the week of the 26th:
• Rob Varney & Michael Aufmuth: Starting the week in El Paso, Las Cruces, and Albuquerque, followed by visits to Tucson and Phoenix. We can’t wait to meet with dealers to showcase our adaptive training and solutions. We will be installing Adaptive Training with new dealer partners and making time to meet with dealers looking to grow.
• Rob Varney: Rob will also travel to Detroit, Grand Rapids, and surrounding areas, delivering value through our unique training approach.
• Jake Melson: Jake will spend time in Grand Rapids, Chicago, and Fort Wayne, IN, working with dealers to implement strategies that drive profitability and streamline F&I processes.
• Blake Fisher: Focusing on Detroit, Indiana, and Grand Rapids, Blake is ready to meet with dealers looking to elevate their F&I performance through tailored training and support.
• Julio Mendoza: Julio will be in the Tucson and Phoenix markets, helping dealers realize their potential by leveraging our comprehensive programs.
We constantly work on new training programs, innovative products, and strategies to help your dealership succeed. Whether you want to enhance your F&I performance or explore new service contracts, we’d love to meet and discuss how we can support your growth. Our team is passionate about making an impact and eager to share what we’ve been working on. Don’t miss this opportunity to connect and learn how we can help take your dealership to the next level!
Mindset Focus: Les Brown – It’s Not Over Until You Win
A strong mindset is key to success, especially in the fast-paced F&I industry. This week, we recommend watching Les Brown’s powerful video, “It’s Not Over Until You Win.” Les shares an inspiring message of resilience, reminding us that setbacks are part of the journey and that perseverance is the key to long-term success.
In F&I, challenges are inevitable, whether it’s difficult customer interactions or fluctuating sales figures. Keeping the right mindset ensures that you can push through obstacles and come out on top. Take some time this week to watch the video and refocus on what it takes to win.
Service Contracts Highlights: Let's Discuss High Mileage & EV Coverage
We’re proud to offer two standout service contracts for dealerships:
1. High Mileage Contracts: These contracts are perfect for dealers working with high-mileage vehicles. They provide robust protection and give customers peace of mind, even with older or high-mileage cars. With our experience administering these contracts, dealers can trust that their customers are in good hands.
2. EV Coverage: As electric vehicles become more common, offering the right protection is crucial. Our EV service contracts include comprehensive coverage, including battery protection, making it easier for dealers to attract and retain EV customers.
If you’re interested in exploring how these contracts can fit into your dealership’s offerings, our team is ready to provide quotes and details on how they can benefit your business.
What Makes a Great Finance Manager?
At Elite FI Partners, we believe that the key to being a great finance manager is not in memorizing word tracks but in mastering the dynamics of the process. Our approach focuses on training finance managers to adapt and respond to every unique customer interaction. By understanding the principles behind the process, finance managers are empowered to think critically and adjust their approach to each situation.
This dynamic training style ensures that finance managers aren’t relying on rigid scripts but are instead equipped with the tools they need to be successful in any scenario. This flexibility fosters a deeper understanding of their role and ultimately leads to greater effectiveness and success in the dealership.
We believe in building training programs that truly work by focusing on understanding the dynamics rather than relying on rigid scripts. Our Adaptive Training approach is at the core of our growth strategy, recognizing that each employee has unique strengths and areas for improvement. By tailoring our training to the specific needs of each team member, we help them reach their full potential. Whether it’s through improving product knowledge, mastering menu presentations, or staying compliant with regulations, we are dedicated to continuous growth.
I hope everyone has a great week ahead. Please don't hesitate to contact me directly with any questions or if I can help in any way.
Michael Aufmuth
520-631-0465
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